group leader international accounts in london

posted
contact
randstad sourceright
job type
permanent
apply now

job details

posted
location
london, greater london
job category
Other
job type
permanent
reference number
801
contact
randstad sourceright
apply now

job description

about Randstad Enterprise Group

Randstad Enterprise Group provides solutions and expertise that help companies position for growth, execute on strategy, and improve business agility. The collective experience encompasses all facets of the global talent spectrum, from acquisition of talent to outplacement solutions.  Enabled by innovative technologies, key offerings include HR and recruitment solutions, Managed Services Provider (MSP) programs, Recruitment Process Outsourcing (RPO), In-House and Professional services, and outplacement and career transition services.

 

job context and purpose

purpose of the job

As the group leader International Accounts, you are part of the Randstad Sourceright EMEA sales leadership team. You will be responsible for helping to design and execute the sales strategies supporting the Executive Vice President Sales Randstad Sourceright EMEA, attend sales meetings to support/ drive negotiations, train the salespeople in negotiation techniques. This will also require working closely with the Randstad Enterprise Group Structure.

The role holder will have a passion for ensuring the performance of the overall sales organization and profitable achievement of the organization’s sales goals. The role will work collaboratively with the client acceleration function on developing commercial insights, sales targeting based on achievable negotiation strategies, and considering compelling client value propositions to underpin the negotiation strategies and differentiate solutions in line with the SOS principle of aligning all related to Functions to the Sales process.

The role will be inspirational in setting the strategic direction for the International Accounts, help to build a high performing sales teams and cultivating a culture of sharing best practices and information throughout Randstad.

 

your responsibilities

As the Business Development Director International Accounts, you are responsible for:

 

Leadership and Direction

  • Develops and delivers a strategic plan for a specific area of responsibility, leading the sales and negotiation team focussed on new sales and expansion of existing accounts in the sales portfolio to deliver outperformance.
  • Manage diverse cross functional teams with different incentives towards one common goal (e.g. RSR vs Randstad Operating Companies): winning business in line with the SOS (Sales to Operational strategy) way of working
  • Works in close partnership with the Randstad Sourceright EMEA Leadership Team and Enterprise executive leadership team as well as country leaders/OpCo MDs – communicating progress, ensuring alignment with negotiation strategies
  • The role holder will influence sales/ sales negotiation strategies across the Randstad organization, influencing country MDs and other business leaders.
  • Exhibits leadership by continuously assessing the need for change, championing change initiatives and removing obstacles impeding constructive change
  • Aligns the global enterprise sales organization’s objectives with negotiation strategy through active participation in global strategic planning and sales strategy development.
  • Accountable for effective sales negotiation design, including supporting sales channel design
  • Works collaboratively with the MD of Global Accounts and the OpCo MDs to develop the necessary negotiation strategies, tactics and relationships to ensure high client growth, satisfaction and retention
  • Sets team targets and KPI expectations in line with organisational objectives.
  • Recruit, manage, develop and coach direct reports to ensure effective performance.
  • Be recognized as a knowledge expert and thought leader in the chosen market

 

Data Collection & Analysis

  • Analyses key themes using data from a wide range of sources and identifies possible impacts on the business.
  • Research, monitor and report on market/competitor activity within the MSP/RPO arena.
  • Maintain business intelligence and increase company-wide awareness and knowledge.
  • Identify areas of improvement, capture and implement lessons learned

 

Solutions Analysis

  • Develops innovative solutions by integrating and analysing complex and diverse information sources.
  • Drives and enhances the interaction between implementation, operations, technology, legal, HR and finance teams to arrive at the right solution to meet the client objectives that RSR can implement and deliver, in a compliant way and at the right price.
  • Should support the process, timetable and writing for bid/proposal submissions including sign-off for the proposed solution.
  • Continually assess industry leading trends and practices, technology and processes to provide trending knowledge and mitigate risk in sales environment and incorporate this is in the negotiation strategies
  • Become and remain an expert on the solutions provided by Randstad Sourceright.
  • Continually improve RSR’s capability to design an appropriate solution to a client scenario that would meet the client’s and RSR’s commercial objectives.

 

Client & Customer & Stakeholder Management 

  • Manages key client and customer relationships, typically by using account teams to ensure their ongoing satisfaction and loyalty toward the organization.
  • Act as a Business Partner to the Executive Vice President for Sales Randstad Sourceright EMEA and the country MD’s, Randstad Enterprise Group
  • Should lead and present at external and internal meetings to drive business development.
  • Act as the escalation point on complex local/regional/global sales concerns or obstacles
  • Be a trusted advisor to clients on total workforce strategy.

 

Sales

  • Define and execute innovative negotiation strategies (advanced negotiation strategies), methodology and processes tailored to Randstad Sourceright.
  • Lead/Consult Sales during high impact negotiations, ensuring the utilization of optimal negotiation designs based on game theory (including bargaining and auction theory, where applicable).
  • Sells complex/customized products and services to significant customers and/or manages a sales department to achieve sales targets over a significant area.
  • Should generate new leads personally and through the team by using appropriate channels.
  • Negotiate and close contracts alongside creating and maintaining a negotiation pipeline (transparency, priorities, interdependencies and sequence tactics).
  • Contribute to thought leadership white papers across the recruitment and HR services market.
  • Act as an ambassador and role model for the business.

 

job requirements

education

  • University/Post Graduate degree preferably in Economics or Business Administration or equivalent professional & intellectual capability.

experience

  • Should have substantial experience in establishing and driving world class company wide contract management processes and principles.
  • Evidence of successful large and complex sales achievements.
  • Proven people management experience.
  • Proven experience in a similar function ideally within the MSP/RPO environment.
  • Experience in negotiating contracts, in multinational company environments.
  • Experience of working with multi-layered (matrix) sales/implementations/operations teams on bid process.
  • Experience of designing and producing approaches for MSP/RPO and specialist recruitment negotiations and solutions.
  • Demonstrable evidence of working on complex solutions to tight deadlines.
  • Experience of planning and managing resources to deliver predetermined objectives.
  • Able to communicate effectively with large suppliers at management level. Strong English language skills and Microsoft Office capabilities
  • Significant experience as a leader managing in complex, rapidly changing, global business environments
  • Demonstrated inspirational & transformational leadership to include team development and successful strategy development
  • Proven ability to influence and collaborate with executive leadership internally and externally
  • Excellent cross-group collaboration skills; ability to impact and influence outcomes in a matrixed environment